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MARKETING OPPORTUNITIES FOR 
NEW HAMPSHIRE FARMERS 



By JAMES C. FARMER, 

Deputy Commissioner of Agriculiure. 




New Hampshire and New England markets await your products. 



Published by the State Department of Agriculture 

ANDREW L. FELKER, Commissioner 

State House, 1918 Concord. N. H. 



Marketing : "The Missing Link" in New 
Hampshire Agriculture. 



T^. ef *>• 

MAY 20 iy20 



Marketing Opportunities 



FOR 



New Hampshire Farmers 



BY 

JAMES C. FARMER 

Deputy Commissioner of Agriculture 



Published by the State Department of Agriculture 

ANDREW L. FELKER. Commissioner 

State House, Concord, N. H. 

1918 



S 57! 

■tif 



EVANS PRINTING COMPANY. CONCORD. N. H. 



MARKETING OPPORTUNITIES FOR NEW 
HAMPSHIRE FARMERS. 



The importance of grading, packing, and better market- 
ing of New Hampshire farm products is being realized 
more than ever before. We have read of the wonderful 
success obtained in foreign countries and in some sections 
of our own of the methods used in direct marketing of 
farm products, but as yet, little has been done in New 
Hampshire to bring any of these new and improved market- 
ing methods to our farmers, or to instruct them as to how 
they should prepare their products for the market that 
they may receive the greatest net return, and enable them 
to take advantage of the wonderful opportunities which 
the markets of New England afford. Many of the farmers 
from various sections of the United States are profitably 
selling in our local markets vast quantities of farm crops 
which can be grown in our state and successfully marketed 
if the local farmer would adopt the same methods of grad- 
ing, packing and marketing practised by his more distant 
competitor. 

The proper grading and packing of western and south- 
ern grown farm products assures their arrival in the dis- 
tant New England markets in better condition even than 
those locally grown which are not so graded and packed, 
thus causing the local farmer to receive a very small net 
profit and in some cases a loss on his crops. 

For several years great stress has been laid on greater 
production which seems to be a reasonable and natural 
position to take when one considers that there is produced 
in New Hampshire approximately only 25 per cent of the 
food supplies consumed by our people, and in New Eng- 
land only 11 per cent. Where the farmers have responded 



and production has increased much loss has accrued owing 
to the lack of any adequate means of marketing to which 
subject very little attention has been given either by the 
farmer himself or by any of the agencies working in be- 
half of the farming industry. If up-to-date methods of 
marketing were applied we believe the farmers would pro- 
duce a much larger supply of needed farm products and 
be able to dispose of them at prices returning them a rea- 
sonable profit. The products should be prepared at some 
centrally located place, preferably, near a railroad sta- 
tion, where all the farmers in that locality could have them 
graded and packed by men who understand the market 
requirements. These local packing stations should be in 
touch with all the big marketing centers in New England, 
have the daily quotations from these markets, and thus be 
able to ship their products to the place offering the highest 
returns after deducting freight and other necessary 
charges. 

In nearly every line of business today the proper market- 
ing and advertising of the product is of vital importance 
and is in many cases the deciding factor in the business 
as to its success or failure. It would seem that the time 
has come in New Hampshire agriculture when its ultimate 
success largely depends on how well we shall market the 
products of the farm. For years many thousands of dollars 
have been lost annually by the farmers of New Hampshire 
by the improper marketing of livestock, hay, apples, poul- 
try, eggs, vegetables and other farm products, by selling 
below market prices, by not knowing where and when to 
ship, by not grading and properly packing, by many ship- 
ping to markets already over-supplied, thus causing a glut 
on that market and a very low net return to the producer, 
if any return at all. These conditions have not encouraged 
our farmers to produce more crops, but have steadily de- 
creased the interest in farming as a business in the state. 

The farmer, on the other hand, must admit that only in 
rare instances has he tried to better these conditions. He 



has been altogether too quick in accepting the first price 
offered for what he has to sell. The custom of trading 
what is produced on the farm to the local merchant for 
groceries and other necessities works to the disadvantage 
of the farmer. This method of trading which may have 
worked well in our grandfather's day is certainly out of 
date with modern marketing methods and opportunities 
that are afforded the farmer today. He must, therefore, 
change from many of the older ideas and use more business- 
like methods if he is to secure the maximum returns from 
his farming operations. 

Let us consider what the farmer has been getting for his 
products in the way he has sold them for years in New 
Hampshire. The facts are that he has been receiving from 
35 cents to 65 cents of what the consumer pays $1.00 for, 
leaving quite a sizable margin of profit for other parties 
who handle the products from the producer to the con- 
sumer. Now, who gets this money between what the farmer 
receives and what the consumer pays ? If one turns to the 
chart on the following page, he will observe that under 
the present system of marketing a large percentage of the 
products of the farm pass through the hands of from one 
to five different parties before reaching the consumer, 
starting with the local dealer, or country buyer, commis- 
sion man, jobber, wholesaler, retailer and finally the con- 
sumer. Quite a long journey when you consider that each 
one of these parties has to secure from 5 per cent to as 
high as 25 per cent for handling the products. If one, two, 
or possibly three, of these middlemen's profits were going 
into the producer's pocket, it would mean a much larger 
net return for what the farmer has for sale. Most products 
that are produced have required the grower's constant care 
through the season, and sometimes years to prepare for 
market, and yet in some cases the man who buys these 
products from the producer, and sells them again within 
a week, will have made more net profit on them than the 
grower. 




Mr. Producer: 

By which route do your products reach the consumer? 



It would seem that for the New Hampshire farmer the 
time has arrived for him to awake to the marketing oppor- 
tunities in our own and near-by states. We have in many 
sections of the state, especially in the northern parts, really 
wonderful summer markets for dairy products, lamb, veal, 
poultry, eggs, vegetables, berries and other small fruits, 
which could be produced or raised at the time when 
markets are demanding vast quantities of them. Many 
farmers living near lakes, summer hotels, mountain and 
seashore resorts, could well afford to supply these local 
markets through the summer season and even farmers at 
quite distant points could ship their products to these 
resorts at a good profit. 

It is quite surprising to many, but nevertheless true, that 
hundreds of tons of vegetables are shipped into our state 
every summer which could be raised by our farmers were 
they prepared to meet this demand with the kind and 
quality of products required. Why allow farmers from 
other states to supply these splendid markets which by 
natural environment and location make it easily possible 
for the New Hampshire farmer to control? They are an- 
nually securing thousands and even hundreds of thousands 
of dollars which could and should go to our local producers. 

Reports from summer hotels in various sections of the 
state were secured to determine the amount of vegetables, 
poultry, and eggs which they were purchasing outside 
of the state to supply their demands. These reports 
showed some surprising figures, and should be convincing 
arguments, that, were our farmers in a position to supply 
these hotels, good prices could be secured for these 
products. 

One of these hotels purchasing the last week in July, 
$2,400 worth of the above products from out of state 
markets and estimating they would have to purchase 
from the same sources over .$22,000 worth to suppl^" their 
hotel for the season. 



Some hotels buying in a week $1,500 worth of poultry, 
$300 to $400 worth of eggs, 60 bushels of potatoes, 11 
bushels of peas, and quantities of other vegetables. Prices 
paid for these products were from 10 per cent to 25 per 
cent higher than the New Hampshire farmers were re- 
ceiving after deducting express or freight, and commis- 
sion charges, to the larger marketing centers. In nearly 
all cases the hotels have to pay the express or freight 
charges on these out of state shipments and there is no 
reason why they should not pay them direct from the 
farmers' shipping point to their hotel. 

When we consider that there are 162 houses classified 
as summer hotels and 146 year-round hotels, we can begin 
to appreciate what opportunity such a market presents 
to the farmers who will cater to this class of trade. 

Not alone in the summer are good markets available but 
in the winter also, in fact, the year-round markets may be 
found in many sections which will absorb a much larger 
supply of farm products at fair prices. 

A survey of the markets in the cities of Concord and 
Manchester shows that there was received from outside 
the state during 1917, in Concord 124,186, and in Man- 
chester 533,170 dozens of eggs, respectively, and from Sep- 
tember 1, 1917, to April 1, 1918, the receipt of potatoes 
in the Manchester markets was 194 cars, while Concord is 
credited with only 3 carloads. This small consignment to 
Concord was made possible because the local farmers by 
increasing their potato acreage were able to nearly supply 
the demands of its people. 

From December 1, 1917, to June 1, 1918, there were 
shipped into Manchester 112 cars of vegetables, exclusive 
of potatoes, and 114 carloads of fruit. During the same 
period there was received by Concord merchants 4,811 
bushels of vegetables, not including potatoes, and 17 car- 
loads of fruit. 

The smaller local markets, however, are not of sufficient 
size to handle great quantities of any one product and this 











These pictures show how to grade and pack farm products. 




Boxes should be tilled full at time of ship- 
ment to insure minimum shrinkage. 




Don't ship vegetables or other 
products thrown in carelessly as 
shown in this crate. 



9 

makes it necessary for the farmer to seek a larger and more 
profitable market in his own or in some near-by state. This 
has proved a hard problem for many farmers. The neces- 
sity for keeping in constant touch with the various markets 
within his reach is not fully appreciated by the average 
producer. How often do we see the farmer driving to some 
local village to sell potatoes, apples, etc., when upon arriv- 
ing there he is told by the dealer that they are well, or 
over-supplied, but after a certain amount of dickering they 
finally tell him they will take his products at $1.00 or per- 
haps not more than 75 cents per bushel, when actually they 
are worth $1.50 per bushel, and at the city fifty or one 
hundred miles away they are bringing $2.00 per bushel. 
Had this farmer known where to ship and who to ship 
to, he would have been many dollars better off at the end 
of the season, and not entirely at the mercy of the local 
dealers. 

In the case of hay last fall it was found that many farm- 
ers were selling theirs, baled and delivered at the car, at 
from $14 to $18 per ton; this same hay brought in some 
Massachusetts cities from $25 to $33 per ton. Eggs were 
40 cents per dozen in many of our local towns and 80 cents 
in Boston. Apples were sold from $2.50 to $4.50 a barrel 
and were bringing in cities 100 to 150 miles away from 
$5 to $7.50 per barrel. These are no exceptions. This big 
difference in the price paid to the farmers and price paid 
by the consumer showed as clearly in nearly all kinds of 
products from the farm. 

In determining the best market it is not sufficient to 
merely get quotations from dealers in different cities and 
ship to that market which quotes the highest prices. 
Transportation charges must be deducted from the quo- 
tations. All facts considered, the best market is the one 
whidh showfe the greatest net return. However, too much 
dependence must not be placed on these quotations as in 
many cases they are merely approximate or opinions as to 
the trend of the market and areinot usually dire,ct: offers. 



10 

In case of doubt the best plan is to sell in the market with 
which the shipper is most familiar, through some reliable 
concern. 

A personal visit to the market which the shipper pat- 
ronizes will be of great value to him. It provides an op- 
portunity for the producer to get the proper marketing 
prospect. Such a visit enables him to get into personal 
touch with the distributors, to select a reliable represen- 
tative to handle his products. He can also see and appre- 
ciate some of the problems with which the distributor is 
constantly confronted. On the market one will see his 
shipment in competition with products from famous spe- 
cialized sections. The relative quality of his grade and 
pack will immediately be apparent. The selling value of 
well-known brands and labels will be evident. He will 
see mixed grades sold at a discount as compared with 
prices received for grades and sizes, and note the premium 
paid for attractive packages and quality. These facts and 
conditions will be impressed upon his mind clearer than 
any written description of them can be. He will see that 
some dealers cater to a select class of trade, others to a 
medium and poor class. If one has a fancy product graded 
and well packed, he will note that a little extra can be se- 
cured from the dealer catering to this better class of 
trade. 

While in the city one may look up the business respon- 
sibility of the dealer he decides to ship to. The favorite 
bait of unscrupulous firms has been the circulation of quo- 
tations a trifle higher than the price actually prevailing 
on the market. The farmer has bit in many cases to his 
sorrow. If he has not been stung on the first shipment, he 
certainly has been on succeeding ones. 

The tables at end of book will give at a glance the in- 
formation the producer will need in preparing his products 
for the market. 

The Bureau of Markets is prepared to furnish daily 
market reports from all the principal markets in New 



11 

England, also giving amount of produce or livestock ar- 
riving every day, and in some cases, amounts in transit 
to these markets; to give names of reliable dealers in 
New Hampshire and the other near-by market centers 
handling farm products; to furnish information as to 
amounts of food required to supply the larger New- 
Hampshire cities, also many of the larger summer hotels, 
now buying their supply outside the state but which 
could be grown successfully on the farms within the state. 
A registered stock breeders' list is on file in the office and 
available to all who desire names and addresses of owners 
of pure bred animals in our state. 

Information on how to secure a local retail trade for 
farmers near cities or summer resorts, also marketing 
advice will be freely sent to all regarding the grading, 
packing and handling of their products so as to secure 
the greatest net return. 

The opportunities of parcel post marketing will be 
shown, the advantage of labeling all products, packing 
them in clean and sweet containers, and advertising and 
its importance in building up a profitable business. 

Marketing livestock through local community auctions 
is proving successful by groups of farmers working co- 
operatively. Farm Bureaus, Granges, and Fair Associa- 
tions could assist farmers in holding such auctions where 
the stock sold would remain in the community or in the 
state. 

The State Department would be glad to arrange for 
meetings, furnishing good speakers on marketing methods 
and in this way aid in solving some of the farmer's 
marketing problems. 

The new marketing law makes it possible for the State 
Department of Agriculture to aid in the disposal of New 
Hampshire farm products. Many tons of hay, large sup- 
plies of milk, and many valuable farm animals as well as 
numerous other farm products have found a profitable 
market through the agency established under this law : 



12 



STATE OF NEW HAMPSHIEE. 

Chapter 217, Session Laws of 1917. 
An Act to Create a Bureau op Markets. 

Section 1. There is hereby created in the office of the commis- 
sioner of agriculture a bureau for the purpose of aiding, assisting 
and promoting the marketing of agricultural, orchard, farm, dairy 
and other similar products in this state, which shall be known as the 
bureau of markets. 

Sect. 2. Said bureau shall be located in the office of the com- 
missioner of agriculture, and shall be under the supervision, charge 
and care of said commissioner. 

Sect. 3. It shall be the duty of the commissioner of agriculture 
to obtain information in regard to the quality, quantity, and locality 
of agricultural products such as, orchard, farm, dairy, farm forest, 
and other similar produce in this state; to find available and profit- 
able markets for the same; to inform the producers of this state, 
by the publication of such information through the public press or 
otherwise, where such markets may be found; to compile and pub- 
lish data concerning the production and consumption of food prod- 
ucts in this state; to adopt means of securing market reports from 
centers of distribution and to disseminate this information to the 
producers by the press or otherwise, free of cost to them; and in 
adopting all reasonable means in whatever manner seems best to 
bring into closer relationship the producers and consumers of this 
state. 

Sect. 4. To provide for carrying out the intent and purposes of 
this act, the sum of two hundred dollars is hereby appropriated for 
the year nineteen hundred and seventeen, and a like amount for the 
year nineteen hundred and eighteen, and the governor is hereby 
authorized to draw his warrant for the same. 

Sect. 5. All acts or parts of acts inconsistent with this act are 
hereby repealed, and this act shall take effect upon its passage. 

Approved April 19, 1917. 

Community Markets. 

In recent years a number of cities have established 
public markets where the farmers come with their loads 
of produce early in the morning, line up their teams on 
aisles where the city consumers may purchase whatever 
they like direct from the farmers' teams. This method 
of selling is proving successful in Manchester and Berlin, 
N. H., and other cities are contemplating arranging 
space for such markets. 



13 

In the Manchester market recently there were 38 
farmers' teams at the opening of the market, the largest 
number yet reported on a market day, the farmers selling 
$1,069 worth of products in from three to four hours. No 
doubt more farmers will arrange to sell their produce in 
this manner as soon as they see it is proving successful 
to their brother farmers. 

A stall is allotted every farmer which he occupies each 
time he comes to market. The stalls are numbered and 
assignments made by drawing lots at the beginning of 
the season, thus preventing any disputes over the dif- 
ferent stalls or who has first claim to them. No shouting 
or unnecessary noise is permitted to attract the attention 
of buyers to any particular team, thus making it a quiet, 
orderly market place. The market is in charge of a com- 
petent man who is in attendance during marketing hours 
and assists in whatever way he can to make the market 
a success both from the producers' and consumers' point 
of view. The consumers bring market baskets, so what- 
ever they buy of the farmer is paid for at once and car- 
ried away. 

The prices received by the farmers are not always as 
high as is paid at the local retail store, and he should not 
expect to get the retail price when you take into con- 
sideration that the consumers are assisting the farmer 
in disposing of his products by coming to the market, 
paying cash and carrying home their goods. The farmer 
has no charges to pay for doing business in this manner 
and is not under the expense that the local retail mer- 
chant is for rent, heat, light and other fixed charges. He 
can thus divide the difference between the retail price 
formerly paid by the consumer and the price he formerly 
received from the wholesale dealer and thus secure a 
good profit for selling his goods in the public market, 
thereby receiving a greater net return from his products 
than when he used to drive around town calling at many 
different stores or houses to find a purchaser for his goods. 
We believe that the cooperation between the farmer and 
the consumer in the marketing of produce through the 



14 

public markets can be of great assistance to all concerned. 
Undoubtedly the establishment of such markets in all 
of the New Hampshire cities would, under proper man- 
agement, be of great advantage to both producer and 
consumer, securing for the former a profitable and quick 
cash market, and for the latter affording an opportunity 
to secure fresh farm products at minimum cost. 

Marketing by Parcel Post. 

Marketing by parcel post affords the farmer an oppor- 
tunity to dispose of vegetables, fruit, poultry, eggs, etc., 
direct from the farm to the consumer. Parcel post mar- 
keting has not been practised very extensively by the 
farmers of our state, due perhaps to the farmers not 
thoroughly understanding its possibilities and practical 
features. We find it has been used to some extent in 
shipping eggs and has proved successful where the eggs 
have been properly packed by the shipper, and so marked 
that the postal authorities will handle them carefully. 
Numerous shipping containers are on the market, many 
of which are reasonably safe to ship in. Some of these 
containers can be folded up and returned by the cus- 
tomers and thus be used for succeeding shipments. 

Poultry when properly cooled and packed can be 
shipped safely within the first and second zones. All 
kinds of vegetables could easily be shipped by parcel 
post if picked fresh and shipped so as to reach the con- 
sumer in from 12 to 20 hours. 

Some kinds of berries could be shipped with safety, 
namely those possessing a hard or firm characteristic, 
such as strawberries, blueberries, currants, etc. It is 
questionable, however, as to the advisability of shipping 
raspberries or blackberries any great distance, owing to 
the softer nature of the berries. Apples and other fruits 
can be readily handled by parcel post and some growers 
have built up quite an extensive apple trade with the con- 
sumer by shipping fancy apples in half peck or peck car- 
tons. Very fancy apples are shipped in one and two dozen 



15 

cartons, making very attractive packages. Peaches, 
pears, plums, and grapes could be handled in the same 
manner, if the grower desires to cater to this class of 
trade. 

Various methods have been suggested by the Govern- 
ment and other parties especially interested in placing 
the farmer in direct communication with the consumer or 
in giving to the consumer lists containing names of 
farmers having produce which they will ship to them 
by parcel post. The postal authorities in Boston, Lynn, 
and Lawrence, Mass., have used the above methods to en- 
courage the direct buying by parcel post. 

Some farmers have placed advertising in daily or 
weekly papers in certain cities offering a certain quantity 
of what they have for sale at a special price, which in- 
cludes parcel post charges, cash with order. This method 
has met with good success and could be practised with 
good results by many farmers. It is especially important 
to ship only the best quality and to exercise good judg- 
ment in picking and packing so that when the produce 
is opened in the consumer's home the package will look 
clean and attractive and the products prove fresh and 
satisfactory. 

Don't ship small or wormy apples in unattractive 
boxes; stale, small, or dirty eggs, unproperly packed; or 
in fact anything except the best products. It will not 
pay to ship poor products and it will hurt the trade of 
other farmers who are willing to ship good goods prop- 
erly packed. 

Arrangements may be made to ship to some one living 
in an apartment house who would receive and distribute 
the products to the several families collecting and re- 
turning payment promptly. This method saves the extra 
expense of shipping to individual families. 

The plan is now working satisfactorily in several large 
postoffices, also wholesale and retail stores, where many 
postmen or clerks are employed. This method of ship- 
ment insures the receiving of the products strictly fresh 
and at lower cost than is usually paid for the products 



16 

that are from a week to ten days old when received by 
the consumer when distributed through the usual chan- 
nels. 

With the farmer producing the goods, picking, pack- 
ing and shipping promptly the best quality of products, 
iand the consumer taking pains to receive the shipment 
promptly and dispose of it properly, and pay promptly, 
there is no reason why parcel post should not be of great 
mutual advantage to all parties concerned. 

Advertising. 

Advertising farm products has not been practised ex- 
tensively in New Hampshire, only in rare instances has 
the farmer used this medium to increase the demand for 
■ and the sale of his products. 

Advertising of a good, straightforward kind has proven 
to be of inestimable value to the manufacturer and mer- 
chant, increasing their sales many fold, and wherever it 
has been tried by farmers or farm organizations it has 
worked advantageously, not only creating a larger 
market but also resulting in a higher net return for the 
goods sold, especially if the quality has been as repre- 
sented. The sequel to successful advertising is to have 
the products offered for sale conform in every way as 
advertised. 

Products of first-class quality, put up in clean, attrac- 
tive packages, crates or barrels, properly labeled, show- 
ing net contents, the products uniform and of the same 
quality, when advertised properly, will bring to the 
farmer many extra dollars and an ever-increasing de- 
mand. 

The following are a few of the methods of advertising 
used which have proven successful and which have mater- 
rially increased the sale of farm products. 

A good, clean, well-painted, attractive sign facing the 
road near the buildings, telling what is being raised, such 
as Holstein cattle, Shropshire sheep, Berkshire swine, poul- 
try, eggs, vegetables, or the particular line of farming in 



17 

which one is especially engaged, will cause people pass- 
ing to observe the sign, and if interested, they will stop 
and make purchases of what may be offered for sale. 
Such a sign can be procured at a cost not exceeding ten 
dollars. 

Advertising in farm papers has helped many to dis- 
pose of cattle, horses, ^heep, swine, live poultry, day-old 
chicks and eggs for hatching. These papers have a wide 
circulation and place whatever is for sale before many 
prospective purchasers. The cost runs from one to five 
cents per word, depending upon how large a circulation 
the paper has. 

Postal cards written or printed showing the kind and 
price of vegetables one has for sale can be sent each 
week to the hotels and markets in the immediate locality. 
Upon receipt of such card the proprietor or manager can 
advise by letter or telephone what he wants from the 
list, also the time he expects delivery. This has proven 
to be a very successful and inexpensive method of dispos- 
ing of products ; it also affords an opportunity of quoting 
prices of things offered for sale. Many farmers are dis- 
posed to follow the custom of selling at the other man's 
price. The above method would be found more profitable 
if they are willing to quote a fair market price for what 
they have for sale. 

In order that one may be able to determine a fair price 
it is necessary to keep in touch with the daily and weekly 
quotations in some reliable market report. Such quota- 
tions covering the larger New England markets may be 
secured by phoning or writing the State Bureau of 
Markets, Department of Agriculture, Concord. 

Some farmers are located near lake, seashore or moun- 
tain resorts which offer excellent markets during the 
summer months. The name of the farm painted on the 
delivery wagon will in a short time add to the reputation 
of the farm and whatever is sold from it. It also affords 
the customer a way to recognize the team. Little slats 
three inches wide and 15 inches long, painted on both 
sides, with the name of various kinds of vegetables which 



18 

are for sale, can be made to fit the frame so that they will 
slide down one on top of the other. The frame should be 
fastened to the side of the wagon so that when the team 
passes by the cottages the people may learn from the sign 
what the farmer has for sale that day. The sign is in- 
expensive and can easily be made at home. 

Small cards can be left at the houses on your market- 
ing route on which is printed the name of the farm, that 
of the proprietor and the special line of products he will 
have to sell. On one corner of the card it is a good idea 
to stamp the day the team will call. A stamp can be pro- 
cured for a dime and the cards will cost from fifty cents 
to one dollar per hundred. 

If one wishes to advertise on a larger scale, booklets 
can be used giving a description of the farm, the kind 
and quality of products raised, also how they are handled 
to reach the consumer in the best possible condition. 

Some dairymen supplying hotels have had the name 
of their farm placed on the menu card stating that "The 
milk and cream used by this hotel are supplied from 'Just 

Right Farm', , N. H." Guests appreciating the 

good milk and cream will remember the name on the 
menu and when they are in need of a supply will call or 
write to that particular farm. 

Some farmers have leaflets printed saying their team 
will be at some centrally located place, convenient to a 
large number of people, at a certain time, where they can 
purchase direct from the team whatever they require. 
This method will save the farmer much travel soliciting 
orders from house to house. When labor is scarce and 
every minute counts this method will dispose of a load 
of vegetables in quick time. 

Breeders of pure bred cattle, horses, hogs, sheep and 
poultry send out, annually and semi-annually, books and 
circulars describing their particular breed of animals and 
offering for sale such as they wish ta dispose of. This 
method is practised extensively by many breeders and 
proves successful where one has a good mailing list of 
people interested in their particular line. These books 



19 

and circulars can be procured at from $5.00 per 100 and 
up, depending upon how elaborate a book the breeder 
wishes to send out. 

Where farmers are working together cooperatively, a 
certain per cent of the proceeds is devoted to advertising, 
the amount used depending on the size of the business 
done through the association. Wonderful records have 
been made in selling products through such organizations 
and much credit must be given to the successful advertis- 
ing campaigns which have been conducted by such asso- 
ciations. 

One should be sure before attempting to advertise that 
the quality and quantity of the products can be main- 
tained, thus insuring the would-be purchaser of a stand- 
ard grade and a ready supply of the products desired. 

YOU'LL FIND 

IT PAYS TO ADVERTISE 

WHEN YOU CAN DELIVER THE GOODS. 



POTATO GRADES RECOMMENDED 

by the 

United States Department of Agriculture 

and the 

United States Food Administration. 



U. S. Grade No. 1. 

This grade shall consist of sound potatoes of similar 
varietal characteristics, which are practically free^ from 
dirt or other foreign matter, frost injury, sunburn, sec- 
ond growth, cuts, scab, blight, dry rot, and damage 
caused by disease, insects, or mechanical means. The 
minimum diameter- of potatoes of the round varieties 



See next pase for exi)lanation of erade requirements. 



20 



shall be one aud seven-eighths (1%) inches, and of po- 
tatoes of the long varieties one and three-fourths (1%) 
inches. In order to allow for variations incident to com- 
mercial grading and handling, five per cent by weight 
of any lot may be under the prescribed size, and, in addi- 
tion, three per cent by weight of any such lot may 
be below the remaining requirements of this grade. 

U. S. Grade No. 2. . 

This grade shall consist of potatoes of similar varietal 
characteristics, which are practically free^ from frost in- 
jury and decay, and which are free from serious dam- 
age^ caused by dirt or other foreign matter, sunburn, 
second growth, cuts, scab, blight, dry rot, or other dis- 
ease, insects, or mechanical means. The minimum diam- 
eter^ shall be one and one-half (l^/^) inches. In order to 
allow for variations incident to commercial grading and 
handling, five per cent by weight of any lot may be 
under the prescribed size, and, in addition, five per cent 
by weight of any such lot may be below the remain- 
ing requirements of this grade. 

Explanations of Grade Requirements. 

' "Practically free" means that the appearance shall not be 
injured to an extent readily apparent upon casual examina- 
tion, and that any damage from the causes mentioned can be 
removed by the ordinary processes of paring without appreci- 
able increase in waste over that which would occur if the potato 
were perfect. Loss of the outer skin (epidermis) only shall not 
be considered as an injury to the appearance. 

" "Diameter" means the greatest dimension at right angles 
to the longitudinal axis. 

^ "Free from serious damage" means that the appearance 
shall not be injured to the extent of more than twenty per 
cent of the surface, and that any damage from the causes 
mentioned can be removed by the ordinary processes of paring 
without increase in waste of more than ten per cent by weight 
over that which would occur if the potato were perfect. 



'«MMItl 



The United States Potato Grades were revised after this book had 
been printed. The following changes were made and went into effect 
February 10, 1919. 

TJ. S. Grade No. 1 and U. S. Grade No. 2 were revised to read as 
follows regarding variations incident to commercial grading and 
handling: "In order to allow for variations incident to commercial 
grading and handling, five per centum by weight of any lot may be 
\mder the prescribed size, and, in addition, six per centum by weight 
of any such lot may be below the remaining requirements of this 
grade; but not more than one-third of such six per centum, that is to 
say not more than two per centum by Aveight of the entire lot, may 
have the flesh injured by soft rot (d)." 

2302 



21 

Note. 

For the purpose of these recommendations no attempt 
has been made to provide grades for potatoes of extra 
fancy quality and size, such as special baking potatoes 
used in dining cars, hotels and restaurants or for lots 
composed of potatoes of different varietal characteristics, 
or for potatoes under the minimum diameter and other 
requirements of the U. S. Grade No. 2. 

Potatoes of U. S. Grade No. 1, unless shipped in bulk, 
should be placed only in nevs^, clean sacks or barrels, 
which should be well filled, securely sewed or covered, 
and, in addition to any necessary statements or marks, 
should be plainly marked "U. S. No. 1." Containers of 
potatoes of No. 2 grade, also, should be plainly marked 
"U. S. No. 2." 



PRACTICAL APPLICATION OF THE NEW HAMP- 
SHIRE APPLE GRADING AND PACKING LAW. 

"An Act to Regulate the Grading, Packing, Shipping 
AND Sale of Apples." N. H. Laws, 1917, Ch. 227. 

The Five Required Marks on Bairels and Boxes. 

Section 3 of the law required that every closed pack- 
age of apples which is packed, sold, distributed, offered^ 
or exposed for sale within or without the State, shall 
have marked in a conspicuous place on the outside there- 
of in plain letters a statement clearly and truly showing 
the following : 

1. The name of the grade. 

2. The true name of the variety if known, of if not 

known the statement, "variety unknown." 

3. The name and address of the packer or the per- 

son by whose authority the apples were packed. 

4. The minimum size of apples contained therein. 

5. Each standard barrel or standard box shall be 

marked "1 Std. Bbl." or "1 Std. Box." 



22 

How Barbels Shall Be Marked or Stenciled. 

Section 3 of the law provides that barrels shall be 
marked plainly in block letters of not less than one-half 
inch. 

Stencilling may be done with crayon or brush. For 
the accommodation of fruit growers who desire it, the 
Commissioner of Agriculture will advise parties needing 
stencils where same may be secured and the approximate 
cost. 

Requirements of the New Hampshire Standard Grades. 

The requirements of the four New Hampshire standard 
grades are given in tabulated form on page 24. A brief 
discussion of these requirements follows: 

Variety. The law requires that the "N. H. Standard 
Fancy," "N. H. Std. A" and "N. H. Std. B" grades shall 
consist of apples of one variety only to the barrel, box, or 
other closed package. The term "N. H. Unclassified 
Grade" must be used on all closed packages containing 
more than one variety of apples. 

Color, In "N, H. Std, Fancy Grade" the color must 
be ** above medium for the variety." For the "N, H. 
Std, A Grade" the requirement is ''of medium color for 
the variety." For the ''N. H. Std. B" grade no color re- 
quirement. 

Shape. In "N. H. Std. Fancy" and "N. H. Std. A" 
grades the shape must be "normal shape" for the variety. 
In "N. H. Std. B" grade the requirement is "practically 
normal shape." 

Size. In the "N. H. Std. Fancy" the size must be "fair 
and reasonably uniform." Not less than 2^/^ inches in di- 
ameter. 

The Minimum Size or numerical count must in all cases 
be stamped on the barrel or other closed package. 

Conditions. In the "N. H, Std, Fancy" and "N, H, 



23 

Std. A" grade apples must be "hand picked and sound." 
In the "N. H. Std. B" grade the condition must be such 
that the useful quality of the apples is not injured. 

Freedom from Dirt, Disease, Insect, and Fungous 
Injury. "N. H. Std. Fancy" grade must be free from 
dirt, disease, insect or fungous injury. "N. H. Std. A" 
grade must be practically free from the above. "N. H. 
Std. B" grade must not be injured by the above to such 
an extent as to "materially injure the useful quality of 
the apples." 

Bruises and other Mechanical Injuries. "N. H. Std. 
Fancy" grade must be "free from bruises, and other de- 
fects except such as are necessarily caused in the opera- 
tion of packing." "N. H. Std. A" grade must be prac- 
tically free from the above. "N. H. Std. B" grade must 
not be injured by the above to such an extent as to "ma- 
terially injure the useful quality of the apples." 

Packing. "N. H. Std. Fancy" grade must be "prop- 
erly packed in clean, strong packages." "N. H. Std. A" 
and "N. H. Std. B" grades must be "properly packed." 

Tolerance. It is recognized that it is not practically 
possible to put up a commercial pack of apples and have 
absolute perfection in size limits, freedom from disease, 
insect and fungous injury, bruises and other mechanical 
injuries, and for that reason a 3 per cent tolerance of 
such imperfections is allowed in the "N. H. Std. Fancy" 
grade, 5 per cent in the "N. H. Std. A" grade and 10 per 
cent in the "N. H. Std. B" grade. 

New Hampshire Unclassified Grade. It will espe- 
cially be noted that there is no such term as "New Hamp- 
shire Standard Unclassified" and the use of such a term is 
not allowed. The grade name is "N. H. Unclassified" and 
the requirements as stated under Section 2 are as follows : 
"N. H. Unclassified apples not conforming to the fore- 
going, and not branded in accordance therewith, shall 
be classed as unclassified and so branded. ' ' 



24 



Tabulated Requirements for Each Grade of Apples. 



New Hampshire 

Standard 

Fancy. 



New Hampshire 
Standard A, 



New Hampshire 
Standard B. 



Unclas- 
sified. 



Variety. . 

Color 

Shape . . . 

Size 

Condition 



Disease, insect and 
fungous injury 

Bruises and other 
mechanical injuries 



One variety 
to bbl. or box. 

Above 

medium. 

Normal. 



One variety 
to bbl. or box. 

Medium. 



Normal. 



One variety 
to bbl. or box. 

Below 

medium. 

Practically 
normal shape, 



Minimum .size in all grades, including the 

unclassified, to be stated on package. 
Good and reasonably uniform. 



Packed 



Tolerance. 



Hand picked 
and sound. 



Free from. 



Free from, 
except those 
incidental to 
packing. 



Properly i 
clean, strong 
packages. 

3 per cent. 



Hand picked 
and sound. 



Practically 
free from. 

Pract i c a 1 1 y 
free from, 
except those 
incidental to 
packing. 

Properly. 



5 per cent. 



Si 



t^j'" 






o 

= J 

o <v' 



3 c 

7? >> 



Properly. 



10 per cent. 



OJ '" <v 

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ll 
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;S** 



X*. 



' '"^ »->w*«' 



*!: hJIW 







These pictures show how to grade and pack farm products. 




Grading and packing apples. 




Showing cushion flats which are used 
each side of the center partition, also over 
the top layer of eggs, a layer of excelsior 
or special cardboard flat should be placed 
in the bottom of the case. These precau- 
tions will prevent loss by breakage. 



25 

The Department of Agriculture is prepared to hold a 
number of public demonstrations in methods of packing 
under the new law, to answer questions and to help in the 
instruction work as far as possible. 

The cooperation of growers and others interested in the 
fruit industry is asked for in order to make the working 
of the new law a success. 

Details of Packing. 

To those who desire detailed directions in packing, the 
Department of Agriculture recommends Bulletin No. 7, 
Extension Service, N. H. College, by W. H. Wolff, entitled 
''The Packing of Apples in Barrels and Boxes." This 
may be had by writing to the Extension Service, New 
Hampshire College, at Durham, N. H. 

Bulletin giving complete information as to the appli- 
cation of the New Hampshire apple grading and pack- 
ing law may be secured by addressing card to the Com- 
missioner of Agriculture, State House, Concord. N. H. 



GRADES OF HAY AND STRAW. 

Established by The National Hay Association (Revised 
July 25, 1917). 

Hay. 

No. 1 Timothy Hay. — Shall be timothy, with not more 
than one-eighth (%) mixed with clover or other tame 
grasses, may contain some brown blades, properly cured, 
good color, sound and well baled. 

Standard Timothy Hay. — Shall be timothy, with not 
more than one-eighth (%) clover or other tame grasses, 
may contain brown heads and blades, otherwise good 
color, sound and well baled. 



26 

No. 2 Timothy Hay. — Shall be timothy not good enough 
for Standard, not over one-fourth (^/4) mixed with 
clover or other tame grasses, fair color, sound and well 
baled. 

No. 3 Timothy Hay. — Shall include all timothy not 
good enough for other grades, sound and reasonably well 
baled. 

No, 1 Light Clover Mixed Hay. — Shall be timothy, 
mixed with clover. The clover mixture not over one- 
third (1-3), properly cured, sound, good color, and well 
baled. 

No. 2 Light Clover Mixed Hay. — Shall be timothy and 
clover mixed, the clover mixture not over one-third (1-3), 
properly cured, fair color, sound and well baled. 

No. 1 Mixed Hay. — The same to contain at least fifty 
per cent timothy, the balance other tame* grasses, not to 
exceed twenty per cent clover, properly cured, bright 
natural color, sound and well baled. 

No. 1 Clover Mixed Hay. — Shall be timothy and clover 
mixed, with at least one-half (Vo) timothy, good color, 
sound and well baled. 

No. 2 Clover Mixed Hay. — Shall be timothy and clover 
mixed, with at least one-fourth (Vi) timothy, reasonably 
sound and well baled. 

No. 1 Clover Hay. — Shall be medium clover, contain- 
ing not over fifteen (15%) per cent timothy and five 
(5%) per cent other tame grasses, properly cured, sound 
and well baled. 

No. 2 Clover Hay. — Shall be clover, sound and reason- 
ably well baled, not good enough for No. 1. 

Sample Hay. — ^Shall be sound, reasonably well baled, 
mixed, grassy, threshed or hay not covered by other 
grades. 

No Grade Hay. — Shall include all hay, musty, or in any 
way unsound. 



27 



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32 



Notes : 

Dimensions of the bushel box, inside measurements, is ^' deep hj^ 
18" wide by 18" long. 

The Federal Food and Drugs Act states that food in package form 
shall be deemed misbranded if "the quantity of the contents be not 
plainly and conspicuously marked on the outside of the package in 
terms of weight, measure, or numerical count. ' ' This provision of 
the law is applicable to products of the farm, such as fruits and 
vegetables if shipped in package form, as well as to manufactured 
foods. 

Shippers of these products should see that bags, crates, boxes, 
hampers, and packages of other kinds bear a true, plain and con- 
spicuous statement of the quantity of food in the package before 
being shipped in interstate commerce, or otherwise brought within 
the jurisdiction of the Act. 

For weights and measures of commodities not covered in chart, 
write the Department of Weights and Measures, State House, Con- 
cord, N. H. 



LIBRARY OF CONGRESS 



002 671 778 4 • 



